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The Next Generation
I've seen the future and, while promising, it needs
some work. Over recent months I've been training
sales teams with many of the reps under
the age of 35. (Everyone seems younger to me these
days!)
In training these teams I'm recognizing how far we are
removed from the strategic and tactical selling
fundamental days of the 80's and 90's. While eager,
teachable and capable, there's a generation of
salespeople out there operating under sales cliches
that myths rather than clear-thinking sales
methodologies, foundational principles and sound
practices of selling excellence. Fortunately it's a fixable
situation with plenty of upside.
I'm encouraged by the response to the call for
personal responsibility and professional sales
organizational development. It bodes well for the next
generational sales rep, manager and company.
With guidance and direction in effective sales activities
and modern application of proven frameworks and
practices, new waves of sales professionals are
gearing up for the challenges facing them.
Indeed, the future always requires hard work and
preparation. I see a world of promise and
potential.
42 Sales Rules Book Receives 5-Star Reviews on
Amazon.com
Get 5 Rules for Free Simply click on the Get 5 Rules button, register your email, and you will start receiving 1 Rule per week for 5 weeks. A great way to sample the book and even share with others.
Manage Your Sale Email (book excerpt) We've all received the email from a salesperson that was too long or poorly written or both. Perhaps you've written a few like that yourself. With the intent of communicating salient points about a product or service, the writer gets carried away with valid content and information that supposedly will "sell" the product on merits and value. Or what about the use of email to follow up or communicate with prospects or customers throughout the sales cycle? What are some of the keys for using email for sales communications? I've always believed in the double whammy: the email and phone call, or the phone call and email. I've thought a lot about how I personally respond to salespeople. A salesperson would do well to send an email introducing me to what they are selling and then calling me. They should also leave me a crisp 20-40 Second Speech voice message linking their name to the email I received that day or even a couple days earlier. While there's no guarantee of a sale, their odds go up considerably in getting my attention. It's even more effective in getting me to remember them if their email incorporates the following three keys to email sales communications...
Winning Sales Teams The research (CSO Insights 2009 Sales Performance Report) shows that organizations make good hires (meet or exceed expectations) 50% of the time, and weak hires (need improvement) 45% of the time. I've seen salespeople falter for 3 reasons:
Are you building a winning sales organization?
Developing Your Team
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